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| Section | Weight | Objectives |
|---|---|---|
| Pricing & Commercial Models | 35% | - SaaS subscription and tiered pricing structure - Value calculation and commercial proposal methods - Step-up, upgrade, and trial conversion policies |
| Sales Positioning & Competitive Strategy | 19% | - Trial program deployment and best practices - Identify customer opportunities and use cases - Position against competing cloud solutions |
| IBM SmartCloud & Cloud Offerings for Social Business | 46% | - Features of SmartCloud Notes, Engage, and related services - Capabilities of IBM SmartCloud for Social Business - Overview of IBM cloud solutions portfolio |
1. What is the purpose of the tiered pricing for SaaS parts?
A) To provide a discounted price based on committed purchase volumes
B) To reduce the number of special bids
C) All of the above
D) To arm sellers with price points that can win business
2. Which of the following best describes a SmartCloud Notes hybrid configuration?
A) Seamless integration between on-premises and cloud based Notes mail users
B) A modified mail template for cloud users
C) Integration between SmartCloud Notes and Symphony
D) Migration of user mailboxes to the cloud
3. Which of the following is NOT a major SmartCloud for Social Business differentiator?
A) Unlimited file storage
B) Integrated services
C) Dashboard as a central place to access all services
D) Free unlimited guest accounts
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: A | Question # 3 Answer: A |
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